Director, Sales Operations
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Job Description
Director of Sales Operations at Merative focusing on data analytics and team development to optimize sales strategies. Leading a high-performing team to improve revenue outcomes through AI and automation.
Responsibilities:
- Build, lead, and motivate a high-performing Sales Operations team, establishing a clear vision, measurable goals, and a culture of accountability and continuous improvement.
- Own and drive a comprehensive Sales Operations strategy that aligns with company revenue objectives and evolves as the business scales.
- Serve as a trusted advisor to the CEO, CFO/COO, Sales Leaders, and executive leadership, translating complex operational data into clear, actionable recommendations.
- Champion cross-functional collaboration across Finance, HR, Marketing, and Product to ensure sales operations is a true enterprise enabler.
- Oversee end-to-end sales operations including territory design, quota setting, headcount planning, and operational cadence management.
- Ensure on-time, accurate incentive compensation payments with full auditability, governance, and compliance with Finance and HR policies.
- Design and manage Incentive Plan Letters (IPLs), attainment calculations, and payout mechanisms that create clear line-of-sight for sellers.
- Lead the Proposal Management function, standardizing RFx intake, qualification, and execution processes to improve win rates and submission quality.
- Build and operate a single, trusted performance data infrastructure providing real-time visibility into leads, bookings, pipeline, forecast, quota, and attainment.
- Deploy AI and intelligent agents to automate pipeline risk detection, deal coaching signals, and forecast gap analysis — shifting the organization from lagging to leading indicators.
- Develop enterprise sales scorecards and self-serve dashboards that enable Sales Leaders and managers to operate independently with data confidence.
- Drive forecast accuracy improvements, reduce end-of-quarter fire drills, and establish predictive risk-flagging as a standard operating rhythm.
- Translate raw data into operational recommendations — not just metrics — ensuring analytics drive action at every level of the sales organization.
- Ensure enablement investments are directed by performance analytics, targeting execution gaps across business units with measurable impact on win rates and deal velocity.
- Embed sales methodology reinforcement into live deal execution, manager coaching, and operational reviews rather than one-time training events.
- Establish a continuous feedback loop from deal outcomes to enablement content, creating a self-optimizing system over time.
Requirements:
- 8+ years of progressive experience in Sales Operations, Revenue Operations, or a closely related function, with demonstrated ownership of outcomes.
- 4+ years of people management experience, including leading and developing multi-person teams in complex organizational environments.
- Experience in enterprise software, SaaS, or health technology industries.
- Proven experience operating in fast-paced, high-growth, or matrixed organizations where priorities shift rapidly and execution rigor is non-negotiable.
- Advanced data analytics capability — fluency in defining KPIs, building dashboards, and driving insights from CRM, BI, and reporting tools (e.g., Salesforce, Tableau, Power BI, or equivalent).
- Track record of presenting to and influencing C-suite and senior executive stakeholders, including translating complex operational findings into strategic narratives.
- Experience designing and executing a comprehensive sales operations strategy, including incentive compensation, forecasting, territory management, and enablement alignment.
- Demonstrated ability to build team cohesion around a shared vision, motivate through change, and develop talent to execute at a high level .
Benefits:
- Remote first / work from home culture
- Flexible vacation to help you rest, recharge, and connect with loved ones
- Paid leave benefits
- Health, dental, and vision insurance
- 401k retirement savings plan
- Infertility benefits
- Tuition reimbursement, life insurance, EAP – and more!
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